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ZILLMANN D, 1972, J PERS SOC PSYCHOL, V14, P321
THE INFLUENCE OF VERBAL RESPONSES TO COMMON GREETINGS ON COMPLIANCE BEHAVIOR - THE FOOT-IN-THE-MOUTH EFFECT
被引：37
作者：
HOWARD, DJ
机构：
[1] Southern Methodist University, Dallas, Texas
关键词：
D O I：
10.1111/j.1559-1816.1990.tb00399.x
中图分类号：
B84 [心理学];
学科分类号：
04 ;
0402 ;
摘要：
This study reports the results of three field experiments which demonstrate that asking someone how they feel, having them verbally respond, and then acknowledging that response, facilitates compliance with a charitable request. The findings are discussed with respect to the influence of public commitments on behavioral consistency. Before you ask anyone for a donation, you first ask them how they're feeling. After they tell you they're feeling good, and you tell them you're glad they're feeling good, the/11 be more likely to contribute to helping someone who isn't. Copyright © 1990, Wiley Blackwell. All rights reserved
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页码：1185 / 1196
页数：12
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